Advanced negotiation techniques

Institute for European Business Administration

“People faced with upcoming negotiations often seek advice. Invariably, many if not most of their questions have a tactical slant: … Should I make the first contact? … Make the first offer? Start high? Concede slowly? Settle the easy issues first? Act conciliatory, though, threatening, or as a joint problem-solver? Arrange for a hard-hearted partner? Look for self-serving rationales or objective principles? …”

(from W. Breslin, J. Rubin, Negotiation Theory and Practice)

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The distance learning Certificate in Advanced Negotiation Techniques has been developed to improve and refine your bargaining skills in a highly competitive multi-cultural environment. The course material is in English and evolves around the practical applications of the latest negotiation strategies and tactics. You learn from the very best: from the Harvard Negotiation School to Kissinger or Karras (who trains most of the Fortune 500 executives!). It also includes exceptional contributions from entrepreneurs, high ranking EU officials, ambassadors and politicians.

This practical and pragmatic approach guarantees participants inside information concerning the most advanced and recent negotiation techniques, brought alive through numerous case studies. The exceptional training gets into all the crucial aspects of the bargaining process: conflict resolution, power relations, deadlocks, threats, concession making, etc… The curriculum will undoubtedly  radically alter your views about the negotiation process.

The best way to describe the programme is to quote some politicians, experts to the EU, managers and communication consultants who already participated :

“...very valuable and useful guidelines … you definitely have a head start against people who don’t master these techniques … it changed my perspective …the examples and case studies are illuminating”

To secure bargaining skills is key to anyone’s career success. More than 95% of our alumni indicated this course definitely provided an immediate return on their investment.

Participants are awarded the Certificate in Advanced Negotiation after taking an exam or presenting a paper.


Pedro Agua, Portuguese civil servant

“this course has the merit of being a kind of best of…and as such I intend to re-read it and keep it at arm’s length..

When comparing my past experience as a purchasing engineer for Hi-Tec systems I wish I had taken this course ten years ago. It would have save me from facing several troubles”


R. Ublehart

“The programme, professors and subject matters exceeded my expectations. A very well organised programme, intelligently run. I would recommend it.”


M. Byman

“... more challenging than I expected,but therefore also more valuable.”


G. Isidro

“... a very well prepared programme, covering a great deal of material ranging widely in scope. The faculty presented us with unique insight, probably not available elsewhere.”


G. Van Lint

“based on and aimed at situations in the real are easy to read and use as a kind of manual...simply things one just has to know”